We have all been there – a prospective customer quickly responds to every voicemail and email with humor and appreciation. They consistently reach out to make sure we have what we need to build a proposal. They enjoy our interactions. We excitedly send the proposal and then it happens … complete and total silence.
The eternity between submitting a proposal and receiving feedback can be brutal. Our bosses ask us for status updates seemingly every hour. “You have a good relationship, don’t you? Why can’t you get them to call you back?” We may resort to cheap techniques like creating a false sense of urgency. Nothing. Nada. Zilch.
What can we do? How can we gain control of this black hole? Although there is no silver bullet, there are five things a salesperson can do to help control the post-proposal process and win more sales:
1. Know when and how to follow-up with people. The silence may not only be a result of the person not needing you anymore (since they have your price); in fact, they may not be taking afternoon calls on their mobile phone because they are a morning person and always turn off their mobile after lunch. During the selling process, ask for the best time and method to connect with them. Is it 7 a.m. via email? Do they have an assistant who will connect you? Do they like to catch up during their evening commute home? Answer all these questions before submitting your proposal.
2. Include time-sensitive benefits in the proposal. If you want to create a sense of urgency, then create milestones that are real in the proposal, and present logical reasons for these benefits. For example, offer an expedited project deadline if they execute the contract by March 31, because your busy season starts June. This deadline gives you a legitimate reason to talk a few days before the deadline.
3. Schedule a proposal presentation meeting. Not everyone will agree to a proposal presentation meeting, but some will. Ask for it and then ask for it again. When you agree to build and deliver a proposal, simply state: “We’ll have our proposal done by the 11th – are you available that day for us to present it?”
If they say no, then ask again a few days before it is completed: “We’ll have the proposal done soon. What’s a good time for me to present it to you? I’m wide open on Wednesday and Thursday.” If they still say no, then send it. If you try this method, you will be surprised how many will agree to a presentation.
4. Ask for a favor. I have a client who is impossible to contact. I don’t think he has ever answered his phone or replied to an email. In the last three years, outside of our regularly scheduled meetings and calls, he has contacted me four times – three times to wish me a happy birthday and once after I asked him for a favor.
People like helping other people, and you will be surprised how many of those who have ignored your requests for updates on your proposal will respond if you simply ask them for a favor: “I really need a favor. I’ve got to provide an update to my leadership team about our proposal and I have no idea. Can you let me know a status?”
5. Send a break-up email. If it has been an extraordinary amount of time and unanswered calls, then break up with your prospective customer. Do not walk away silently. If you send a break-up email – “I don’t want to continue to be a pest, so this will be my last check-in about the project…” – they will respond if they are still interested.
Chris Peterson is the founder and president of Vector Firm (www.vectorfirm.com), a sales consulting and training company built specifically for the security industry. To request more info about the company, visit www.securityinfowatch.com/12361573.
